The SaaS Year of Hell. And Then – Reignition.


This post is by Jason Lemkin from SaaStr


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Screen Shot 2013-04-25 at 1.10.43 PMI wrote an early SaaStr post way back in 2013 on my “Year of Hell” as a SaaS CEO in 2008. In 2013, we were just 2 years removed from the real recovery from ’08-’09. And the one thing that was clear to me was that as hard as it was to see at the time, once we got out of our Year from Hell at Adobe Sign / EchoSign … things roared back. I thought it would be worth a refresh of that post here. Will it be a V-shaped recovery this time? Or a swoosh? I don’t know. But many of you will go through not just a rough few weeks, but a Year From Hell. That happy customers and recurring revenue will pull you out of. Almost all SaaS founders experience a Year from Hell at least once on the 7-10 year SaaS journey. And it’s almost
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What To Do When A Customer Wants to Cancel A Contract


This post is by Jason Lemkin from SaaStr


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In today’s crazy world, more and more vendors are seeing customers that want to cancel annual or longer contracts. What should you do? The simple answer “of course” in that yearly contracts can’t be canceled — per se. That’s the whole point of whatever explicit or implicit discount you give for doing a yearly contract (vs. monthly or quarterly). And the language likely will plainly say the contract cannot be canceled. But … it’s just a contract. So a few qualifiers:
  • If you haven’t received pre-paid cash, it doesn’t matter. Do NOT threaten to send the customer into collections – period. Especially now, these days. There is no effective way to enforce a customer contract if the customer doesn’t want to pay and doesn’t need the service any longer. Do not create drama. This won’t work, and it will turn someone who just might be a customer again into someone Continue reading "What To Do When A Customer Wants to Cancel A Contract"

One Thing to Maybe Build Now: A Great Dashboard


This post is by Jason Lemkin from SaaStr


Click here to view on the original site: Original Post




Depending on who you are, and what you do, sales may or may not have slowed way down. But one thing I do know: the best SaaS companies will come out of this time with the strongest products. They will keep innovating. And I also know that the best investment you can make today is in your existing customers. The vast majority aren’t going anywhere, and may even upgrade to more seats. Even if the leads that haven’t closed yet are slowing way down. So what’s my #1 bit of advice for a product feature to build for your existing customers, and to prep for the market rebound? A dashboard. A really good one. I’ve done three different customer calls in three different contexts recently and heard variants of the same thing: If you haven’t built a true enterprise app yet, you likely won’t intuitively get why a dashboard matters.
Continue reading "One Thing to Maybe Build Now: A Great Dashboard"

The Virtues and Opportunities in Being #2


This post is by Jason Lemkin from SaaStr


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Screen Shot 2013-03-06 at 1.12.28 PMI used to hate the idea of “power laws”. That the advantages of being #1 compound over time. It seemed to turn all startups into just numbers on a graph. But has time has gone on, I’ve learned it’s often right. Just look at Zoom’s incredible run to dominate an existing category. Being #1 in a category often takes 80%-90% of the value and benefits. Except … except when it doesn’t:
  • Except, e.g., where Squarespace and Wix are both billion+ companies. Doing sort of kind of the same thing.
  • Except with Salesloft and Outreach both are winning in the same space, each with dominant market share.
  • Except when Mailchimp can do $1b in ARR, but you turn around and Klaviyo is doing $100m. When in a large space, segments alone can be huge.
And in fact, in turns out in some cases, there are some advantages to
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How To Keep Your Customers For a Decade. Or Longer.


This post is by Jason Lemkin from SaaStr


Click here to view on the original site: Original Post




Salesforce likes to talk about “Customers for Life”, and while that’s sort of catchy, it’s a little hard to grok what it really means. It finally sunk in for me a bit the other day.  At EchoSign, now Adobe Sign, there’s a large group of well-known customers that I closed, Back in The Day … that now have been customers for 10 years. We launched on January 1, 2006 on TechCrunch, and while we closed some good names that first year (Dell, BT, Qualcomm, GE, Comcast, etc.), it wasn’t until later on in 2007 that we had enough revenue to create a large enough group of customers to go on a 10 Year Journey with. And the law of Power Laws and Large Numbers means that, obviously, Adobe has closed far more customers under its watch than I ever did.  The business has grown 15x since then. Continue reading "How To Keep Your Customers For a Decade. Or Longer."

10 SaaS New Year Resolutions For You. Pick a Few.


This post is by Jason Lemkin from SaaStr


Click here to view on the original site: Original Post




So you had a great December, added a great VP or two last year, won some bigger deals, and in general — you’re feeling good. You’ve even got a decent financial plan for this year in place.  Even better. moreawesome With all that behind you … let me challenge you to 10 SaaS New Year’s Resolutions.  Pick a few that work for you:
  • Get That Key VP Hire Done in Q1.  Period.  Not in April.  Not by June.  Enough with the excuses for not having hired your real VP of Sales, or that VP of Engineering, or whatever.  Get it Done.  From now until Mar 31, make this your #1 priority.  Hire a real recruiter.  Force yourself to meet 30 additional candidates.  Meet at least one new candidate every single day.  Once you hit Initial Traction, nothing really matters but the team.  Drop other stuff to get this hire done. Continue reading "10 SaaS New Year Resolutions For You. Pick a Few."

How To Drive Up Your Average Deal Size. And Remember — Almost All Pricing is Relative.


This post is by Jason Lemkin from SaaStr


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You could spend days reading about pricing and pricing strategies in software on the web, but a lot of this content doesn’t really hit one, basic fundamental point — there is no real reason any particular piece of software should cost anything in particular.  Or something.  Or a lot.  Or anywhere in between.  Because it costs next to nothing to deliver. Facebook and Google are free — and both are better software than anything you’ll ever ship, my friends.  Slack and Zoom are close to free — you can use the free editions almost forever.  Dropbox is cheap — but Box Enterprise isn’t.  Salesforce is fairly expensive.  Workday is really expensive.  And ServiceNow closed 678 million dollar deals this year!!  All these 10 apps basically cost the same amount to build, host, serve, and ship.  Yes, enterprise software costs more to sell and support and, sometimes, to market than consumer software.  But
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700+ Already Coming to SaaStr Scale in SF on Aug 29! Here is what you need to know.


This post is by Deborah Findling from SaaStr


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SaaStr Scale, our one day, San Francisco based event. We’ll be at the Terra Gallery downtown with all our favorite SaaStr G.O.A.T.s. With just 3 weeks left to go, here is who you can expect!

The Playbook To….

Hear from different revenue leaders on the playbooks to revenue growth, scaling, building better teams and more. We’ve gathered some of our most tactical speakers with real-time actionable content that will help you get your company up and running (and maybe even into hypergrowth!). Learn how to scale from these masters in the art of scaling: ✔ The Playbook to 10 Counterintuitive Ways to Get More Customers and Leads with Battery Ventures EIR and Fmr. Gainsight CMO Anthony Kennada and Fmr. Anaplan CMO Maria Pergolino ✔ The Playbook to Building a Thriving Sales Culture with PatientPop SVP of Sales Justin Welsh ✔ The Playbook To Re-Igniting Growth with Predictable Revenue
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Continue reading "700+ Already Coming to SaaStr Scale in SF on Aug 29! Here is what you need to know."

700+ Already Coming to SaaStr Scale in SF on Aug 29! Here is what you need to know.


This post is by Deborah Findling from SaaStr


Click here to view on the original site: Original Post




SaaStr Scale, our one day, San Francisco based event. We’ll be at the Terra Gallery downtown with all our favorite SaaStr G.O.A.T.s. With just 3 weeks left to go, here is who you can expect!

The Playbook To….

Hear from different revenue leaders on the playbooks to revenue growth, scaling, building better teams and more. We’ve gathered some of our most tactical speakers with real-time actionable content that will help you get your company up and running (and maybe even into hypergrowth!). Learn how to scale from these masters in the art of scaling: ✔ The Playbook to 10 Counterintuitive Ways to Get More Customers and Leads with Battery Ventures EIR and Fmr. Gainsight CMO Anthony Kennada and Fmr. Anaplan CMO Maria Pergolino ✔ The Playbook to Building a Thriving Sales Culture with PatientPop SVP of Sales Justin Welsh ✔ The Playbook To Re-Igniting Growth with Predictable Revenue
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Continue reading "700+ Already Coming to SaaStr Scale in SF on Aug 29! Here is what you need to know."